The Power of Customer Relationship

Management:

So Your Business Can Grow

Doug Skinner

honestintentions.com

Introducing Doug Skinner

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What I’ll Cover Today

• Benefits of Following Up

• Lead Generation

• Organizing Leads with a CRM System

• Why You Need a CRM System

• Using Email Marketing Systems to Keep in Touch

• CRM Systems – the Barely Good to the Excellent

• Integrating CRM Systems for Greater Reach

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Quote

“You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.”

– Patricia Fripp

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Benefits of

Following Up

Source: watcharakun / FreeDigitalPhotos.net

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Quote

“Your top of the funnel content must be intellectually divorced from your product but emotionally wed to it”

– Joe Chernov, VP of Content, HubSpot

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Stage 2: Qualify or Convert

Stage 3: Customer

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Relationships are built on trust.

Trust drives revenue.

Content builds relationships.Stage 1: Capture Leads

Sales Professionals Agree in Three Stages

Sales Mountain

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1. Lead Generation

2. Appointment Setting

3. Trust and Rapport

4. Identify Customer Needs

5. Share the Benefits

6. Close – State Offer

7. Objection Handling

8. Follow Up

9. Referrals

2

1

3

4

5 6

7

8

9Source: Eric Lofholm International

Generate multiple streams of leads?

Do You Have a Strategy to:

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Key Learning Point

“I need multiple lead generation

systems.”

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What is CRM?

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Source: ddpavumba /FreeDigitalphotos.net

CRM Basic Terminology

• Cloud based

• User/License

• Logging into CRM

• Administrator – having privileges on an account

• Module

• Field

• Lead

• Contact

• Account

• Potential

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Source: ddpavumba / FreeDigitalPhotos.net

Why Do You Need a CRM System?

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Track

Relationships

Sources:cooldesign /FreeDigitalPhotos.net

jscreationzs / FreeDigitalPhotos.netsippakorn / FreeDigitalPhotos.net

Follow Up

Measure

Sales

Bus Cards and Rubber Bands

Spreadsheets, Outlook Contacts

Email Campaigns, Contact Manager

CRMSales/Marketing

Automation

CRM Systems CRM Systems CRM Systems CRM Systems ––––

the Barely Good to the Excellentthe Barely Good to the Excellentthe Barely Good to the Excellentthe Barely Good to the Excellent

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Egg StageEgg StageEgg StageEgg Stage

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Larva StageLarva StageLarva StageLarva Stage

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Caterpillar Stage

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Options for Email Marketing

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Source: http://www.g2crowd.com/

Email Marketing Comparison

# of Subscribers Monthly Cost Notes

Express Pigeon 500Free

$8.99

1,000 emails/mo.

Unlimited emails

MailChimp 2,000 Free 12,000 emails/mo.

Aweber 500 $19 1st month $1.00

ConstantContact 500 $15 Store 5 images, or $5/mo. more

VerticalResponse 1,000 Free 4,000 emails/mo.

Zoho Campaigns 2,000 Free 12,000 emails/mo.

iContact 500 $14

Traffic Wave Unlimited $17.95

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Consistently offer valuable content?

Do You Have a Strategy to:

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Key Learning Point

“I need an email marketing system so I

can offer valuable content.”

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Quote

“Content is king, but marketing is queen, and runs the household.”– Gary Vaynerchuk, Social Media Brand Expert

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Chrysalis StageChrysalis StageChrysalis StageChrysalis Stage

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Source: http://www.g2crowd.com/

Options for CRM

Satisfaction

Sc

ala

bil

ity

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CRM Comparison

# of Contacts Monthly Cost Notes

Nimble 3,000 Free 1 user, 5 deals

Zoho CRM 5,000 Free 3 users

Salesforce Unlimited $5/user 5 users, no lead module

MS Dynamics No data $15/user Storage may be extra

Act! No data $269 one-time 1 user

Goldmine No data$1,695 1st year,

$430 renewal3 users

Sugar 15gb storage $35/user

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Manage customer relationships?

Do You Have a Strategy to:

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Key Learning Point

“I need a customer relationship

management system.”

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Butterfly Stage

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Why Zoho in Particular?

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Email Integration

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Promote on Social Media

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Share content on social media?

Do You Have a Strategy to:

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Key Learning Point

“I need to share content on social media.”

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Other Zoho Integrations

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Are You Getting Excited?

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Are You Facing

These Challenges?

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Ever Felt Like This?

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Source: stockimages / FreeDigitalPhotos.net

We Have Good News . . .

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Source: stockimages / FreeDigitalPhotos.net

Doug’s Special Offer: Email

doug@honestintentions.com

Subject line: “30 Minute Free Consult”

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Mobile CRM

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Mobile CRM

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Setting Up Smartphone Zoho Is Simple

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Questions and

Answers

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Would You Like a Free Copy of this

Presentation?

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You will be receiving a

follow-up email with details

about how to access the

slides and a recording of

today’s webinar

Free copy available for 60 days only!

Thank You!

Doug Skinner

doug@honestintentions.com

510-769-7906

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dougskinner

@skinnerace

skinnerace

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